Event Sponsorship as a Value Creating Strategy for Brands

occurrence admirership as a comfort creating scheme for trade conjure ups Dimitra Papadimitriou University of Patras, Patra, Greece Artemisia Apostolopoulou Robert Morris University, Moon T avowship, Pennsylvania, USA, and Theofanis Dounis University of Patras, Patras, Greece Abstract Purpose The demo query subscribes corporations that served as gramme heart and soul Sponsors of the capital of Greece 2004 masterfessional persondigious Games and aims to explore whether a strategicalalalalal professional personfessionalgress was employed in the eruditeness and way of their surpassing sponsorship.Design/methodology/ lift A multiple good example battleground digest was employed, for which data were collected by dint of semi-structured inter involves. The education examine included sevener of the ten bossy National Sponsors that signed agreements with ATHOC, the Organizing committee of the 2004 Athens exceeding Games. Data digest was organized aroun d ? ve themes inspired by the subsisting belles-lettres. Findings With the exception of both(prenominal) ? ms, the absolute majority of the Grand National Sponsors reported no clear or measur becoming objectives and bound consideration to strategic or defect-related initiatives in their decisions to sit in the matter majestic sponsorship course of instruction. However, they did report plans to vest imaginations to leverage their rights, even though in almost cases no speci? c evaluation marches had been human bodyed. inquiry limitations/implications minded(p) that the majestic Games be organized entirely in totally(prenominal) quaternary years in a unused location, the ? ndings of this investigate whitethorn non ? d exact application to different grocerys and organizing committees that implement their own sponsorship programs. Nevertheless, this interrogation did show relatively poor recognition of the atom of sponsorship in creating shelte r and grammatical construction the unified tick. Corporations considering becoming refer in fluctuation sponsorship and excessively detail organizers be encouraged to adopt a more than than than strategic memory access in the sponsorship solicitation and make outment process. Originality/ apprise living literature has discussed the role of edition sponsorship in tick management and the communication potpourri, and has soaringlighted the bene? s for ? rms that establish semipermanent ties with the exceptional Games. The present research adds to that pull back of work by highlighting if and how a strategic and pock realiseing approach was adopted in the context of national-level surpassing per centumnerships. Keywords Sponsorship, majestic Games, betray management, Corporate schema Paper type Research musical theme An decision maker summary for managers and executive readers s meant end be found at the curio of this article. Introduction The mean ing of sponsorship as an integral element of the market mix has been conceptualised by Sandler and Shani (1993) with the following de? ition Sponsorship is the provision of resources (m maviny, people, or equipment) by an organization instanter to an event or activity in exchange for a direct tie-in to the event or activity (p. 39). Corporate spend on skylark sponsorship in m whatsoever European countries and in north-central the States has change magnitude dramatically (Lachowetz et al. , 2003). Global spending on sponsorship was estimated to setting $US28 billion in 2004 (from $US25. 9 billion in 2003) of which, according to the The current loose and full text archive of this journal is avail fitted at www. merald penetration. com/1061-0421. htm ledger of proceeds & strike off focal point 17/4 (2008) 212 222 q Emerald Group issue Limited ISSN 1061-0421 DOI 10. 1108/10610420810887563 International Events Group, 69 per cent relates to larking events (International Ev ents Group, n. d. ). There is pile of distinguish that sport sponsorship, including surpassing sponsorship, posterior be very in effect(p) in achieving a number of objectives, not the least of which is competitive attain related to mail realize and re erectation (Amis et al. 1997 Copeland et al. , 1996 Meenaghan, 1998). The sport selling literature deliver the goodss or so discussion on the care for of sport sponsorship in in addition delivering some otherwise bene? ts, such as increased sureness levels, gross sales and great market shargon, and opportunities to develop employee and client (i. e. hospitality) relations (e. g. Abratt et al. , 1987 Apostolopoulou and Papadimitriou, 2004 Irwin and Asimakopoulos, 1992 Lough et al. , 2000 Ludwig and Karabetsos, 1999 Scott and Suchard, 1992). The technological developments related to porting, events on with the growing interest of the media for such activities, account to nigh extent for the energise increase of s port-related sponsorship enthronizations (Meenaghan, 1998 Shilbury et al. , 2003). Mean epoch, the decreasing in in corporealdd trust in the ef? ciency of traditional media advertizement channels may besides explain why corporate investments in sport follow a growing trend (Meenaghan, 1998). Despite the permeating appeal of the sport sector, however, companies film plenty of other event options at a local, national and institutionwide level from which to choose thus greater emphasis on return of 212Event sponsorship as a value creating schema for spotmarks Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis journal of merchandise & mark steering leger 17 take 4 2008 212 222 investment will prevail their sponsorship decisions (Copeland et al. , 1996). Also, as the corporate submit for accountability in merchandising expenditure increases, so does the need for a deeper sympathy of the bizarre elements of event sponsorships as a strategic resource and a mother fucker of marketing (Meenaghan, 1998 Thwaites et al. , 1998). Given the latent bene? ts knotty in sponsorship, and in ordering to maximize ? ancial and other returns, corporations need to be strategic not unless in their choice of properties (sport or other) with which to form wear outnerships exclusively in addition in the allocation of resources to those agreements. disdaines must consider strategic priorities that check their needs and systematically exploit the opportunities within their markets, and engage in partnerships that are aligned with those priorities. Furthermore, within those partnerships they need to link corporate objectives to particular strategic initiatives, a process that could turn sponsorship to a value-creating dodging capable of creating a typical avail.Surprisingly, research is scarce on corporate sponsorship and its importance as a strategic resource and a stigmatize management spear. As Meenaghan (1998) assayes, The sponsorsh ip literature has traditionally judgemented sponsorship as an activity largely similar to ad and generally, though not always, spoken of in basis of short- quite than semipermanent horizons (p. 25). Indeed, most vivacious studies are descriptive, and focus on objectives and general motif for making those kinds of investments (e. g. Berrett and S overleap, 1999 Corn advantageously and Maignan, 1998 Doherty and Murray, 2007).Amis (2003) has to a fault outlined the dearth of research on how nonphysical resources are identi? ed and managed in relation to estimate and reputation through and through with(predicate) sport sponsorship. This is also re? ected in the industry, as umpteen companies invest immense resources still still ignore the capacity of sport sponsorship for ensuring longer-term bene? ts (Amis et al. , 1999). Accordingly, the present study attempts to explore the adoption (or not) of a strategic approach to the sponsorship process on the part of large companies involved in majestic sponsorship.This is a research avenue that has been largely unexplored in the existing literature. and ideals and on supplement its key grunge on a national and internationalist level. The Olympic Partner (TOP) program, which represents the IOCs sponsorship program, holds a key role in the IOCs boilers suit marketing thrusts as it attracts the interest of many international corporations due to a number of pointors, including the long-term (a required minimum of quadruplet years) linkage to a very attractive intellectual place, exclusive planetary marketing rights, and the principle of convergence/ use of goods and services-category exclusivity. The ? st TOP program (1985-1988) involved nightclub partners and generated $US95 million, a far cry from the more lucrative 2001-2004 program, which engaged 11 corporations contributing $US603 million. Global corporations like endorse, Coca-Cola, Kodak and Panasonic view this type of partnership as strategi c, and this is manifested by the fact that since 1986 all of them turn out invested considerable resources to re main part of the program until at least the 2012 Olympic Games. The IOC has extended their particularly roaring marketing concept to a lower stage by introducing Olympic sponsorships at the national level.Revenues from those sponsorships contribute to the ever-increasing cost of hosting the event. The Organizing military commissions of the Olympic Games (OCOGs) manage this program, which involves an adjust of sponsors, suppliers and providers from the host coarse (provided they are ap readd by the IOC). The 2000 Olympics attracted the interest of 93 such national partners who contributed $US492 million to the Organizing committal of the Sydney Games (SOCOG), enchantment the 2004 Olympic Games held in Athens generated e570 million through their national Olympic sponsorship program (Jeanrenaud, 2006).Present research The present study foc dos on the national companie s that signed on as Grand National Sponsors of the 2004 Athens Olympic Games and explores the role of these partnerships in sponsors brand management feats, as perceived by conjunction executives, as well as the degree to which these sponsors approach to their Olympic sponsorship was strategic. Furthermore, sponsors plans to amalgamate the sponsorship in corporate strategy and to exploit rights received by the Organizing Committee are also discussed. Given the increased pressure of corporations to maximize ef? iency in the do of their resources and to obviate opportunity cost, thither is much interest in refering whether a strategic approach was adopted in these companies Olympic involvement. The practices of these sponsors could provide valuable insight not only to other ? rms considering investment in sport sponsorship, but also to event organizing committees aiming to secure corporate place upright. The remainder of the paper includes a freshen up of relevant literature, followed by a summary of the methodology and the ? ndings of the study.The paper concludes with a discussion of the theoretical contributions of the study and also practical recommendations for brand management and marketing executives as well as sport holding representatives. Corporate sponsorship and Olympic Games The Olympic Games hold a few distinctive characteristics that make the event a particularly desirable topographic point for a wide range of sponsors, but also for going research. First of all, it is a unique and highly prestigious event with a strong ability to reach a world-wide audience through television ne tworks.Secondly, the marketing program and policies of the International Olympic Committee (IOC), the governing body of the Olympic safari and the Olympics, actively preserve exclusivity for the limited number of international and national sponsorships and choose long-term partnerships. The IOC has worked extensively to raise ken about how corporate contri butions lift the Olympic Movement and invests resources to achieve sponsor recognition. Thirdly, Olympic sponsorships are conjugated to attractive hospitality packages, which corporations value highly for networking, roduct display, and employee incentive purposes. Continuing a pattern which began in the late 1980s, sponsorship investments in the Olympic Games have increased exponentially, accounting for 34 per cent of the IOCs $US4 billion Olympic marketing tax revenue for the 2001-2004 Olympic quadrennium (International Olympic Committee, n. d. ). This is the end result of the IOCs strategic plan, which since 1985 has focuse systematically on enhancing the Olympic project 213 Literature reviewThe review of literature is structured around ternion themes 1 sponsorship and corporate strategy 2 the integration of sponsorship within corporate marketing causas and 3 sponsorship and brand management. Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, A rtemisia Apostolopoulou and Theofanis Dounis journal of Product & shit anxiety Volume 17 Number 4 2008 212 222 Sponsorship and corporate strategy Understanding what companies do or do not do to remain competitive in a constantly changing environment is at the heart of strategic mentation.Practice has shown that sport sponsorship, because of the bene? ts associated with those agreements, is a frequent strategic choice of many multinational corporations. Of the most indicative en warnings are Coca-Cola, Kodak and Visa International, three companies with long-standing relationships with the Olympic Games. These particular ? rms have integrated those agreements well into their long-term marketing strategies and are continuously promoting their involvement in order to gain competitive advantage (Farrell and Frame, 1997).However, such costly agreements cannot be treated in an ad hoc manner. Successful corporations are well aware that sponsorship deals should be approached as a res ource, with the capability to lead to distinctive competence if effectively fall in with other organisational resources (Amis et al. , 1997, 1999). recreation sponsorship, if viewed as a strategic resource, can support brand management objectives by enhancing brand image and reputation and by assisting the familiarity to gain competitive advantage in targeted marketplaces (Amis, 2003).This, however, implies that corporations are prepared to engage in long-term commitments and to actively exploit those agreements, or otherwise face the disappointment of low return on their investment. though limited, research evidence has shown that many companies engage in sport sponsorship with limited mean and integration (Farrelly et al. , 1997 Polonsky et al. , 1995). A few companies make those investments with con? ned consciousness of the range of bene? ts involved and how those bene? s can be realized. They even inadequacy the growing knowledge of the reputation of the particular commu nication room and this is render on their objectives and the poor rationale for involvement. The empirical results of Farrelly et al. (1997) with a try out of brotherhood American and Australian companies engaged in sport sponsorship showed that more metre is spent into negotiating deals than in integration and planning. Moreover, their research showed that a few noneth American ? ms approached sponsorship management as a strategic tool, whereas the majority of Australian line of merchandisees concentrated more on the communication opportunities of sponsorship (Farrelly et al. , 1997). Similarly, Amis et al. (1999) have provided evidence that companies often engage in sponsorship without integrating it in other marketing initiatives. The consequence involves delivering an unclear and inconsistent image to the customer. Any lodge considering go in into a sponsorship agreement should ? rst assess the potential bene? s and the probability of gaining a competitive position in t he marketplace and then make a decision of whether or not to invest in the sponsorship. Building on the work of Hamel and Prahalad (1994), Amis et al. (1999) argue that sport sponsorship can become a potential source of competitive advantage if it meets three criteria 1 it allows for a signi? incline increase in the perceived customer value of the service or crossway 2 it permits for differentiating the brand from the competitors and 3 it provides space for exploiting the deal through pertly services and products. 14 The employment of sport as a strategic tool for developing a position of competitive advantage is well described by Amis (2003) in reference to the case study of Guinness. That particular companionship has used sport extensively and consistently to build a unifying brand message on a world(prenominal) level. This was achieved by ? rst engaging in a global survey to identify a key brand bene? t (Guinness brings out your inner effectualness) that would unify its glo bal brand and also ensure differentiation from other favourite beer brands (Amis, 2003, p. 200).Secondly, the company used sport and sport sponsorship as a central element of its brand positioning strategy, creating advertisements featuring athletes and driving on-trade promotions and sales during world white events (Amis, 2003). The critical element of Olympic sponsorship is that it pop the questions sponsors the opportunity to make use of unique handicraft opportunities by providing concrete rights and speci? c bene? ts associated with the strongest sporting brand in the world (i. e. the Olympic Games), depending on the sponsorship category.Accordingly, and given the competitive nature of the growing Olympic sponsorship industry, other sport and non-sport sponsorship options, and the signi? slant resource investment required to get into a sponsorship agreement, strategic persuasion becomes critical. Following the example of multinational corporations, one would expect that sp onsors involved in Olympic sponsorships on the national level should also engage ? rst and foremost in first harmonic strategic thinking related to company brand management efforts and overall corporate strategy, and consider how a potential sponsorship agreement would evoke corporate strategy and objectives.This question is the point of exploration of the present study. Integrating sponsorship into organizational marketing In her discussion on sponsorship-linked marketing development, Cornwell (1995) proposes a manikin of sponsorship development. That model involves six steps, each linked to the next, including 1 analysis of the military post 2 determination of objectives 3 development of sponsorship-related strategy 4 invention of sponsorship link 5 sponsorship executing and 6 sponsorship evaluation.In another research effort to standardize the process of selecting a sport sponsorship program and utilizing it as a viable marketing tool, Arthur et al. (1998) proposed a multi step process that involved many of the points discussed former by Cornwell. The authors emphasized the necessity of a careful consideration of all options available to an organization in order to achieve company objectives, as well as the need to incorporate the sponsorship within the organization, manage, activate, and survey it (Arthur et al. , 1998).Therefore, it should be stressed that sport sponsorship can be an invaluable tool as long as it is fully integrated into a ? rms marketing and communication efforts. This involves ? rst of all placement of the corporate sponsorship activities into the marketing departments, clear and steal objectives and planning, and full integration into the communication mix. Otherwise, sponsorship activities, including those linked to the Olympic Games can be turned into costly mistakes with no substantial return on investment.Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis ledger of Product & fault Management Volume 17 Number 4 2008 212 222 Sponsorship and brand management Wong and Merrilees (2005) stress that, in pursuing competitive advantage in the marketplace, the brand should be in the heart of corporate strategy. In other words, managers should be able to combine corporate, marketing and promotional plans in a brand-based strategy, which can offer their company a sustainable edge over their competitors and lead to high levels of brand equity.Brand equity is one of the most fundamental signi? ers of a effective brand because it represents the end result of strong brand loyalty, high name awareness, positive brand image, aureate brand tie-ins, and the perception of superior feel (Aaker, 1991). As companies strive to build powerful brands with high value in the marketplace, sport sponsorship can serve as a tool for musical accompaniment brand management objectives (Amis, 2003 Sandler and Shani, 1993).Establishing and exploiting a partnership with a sport property can assist a company to strengthen some or all of the elements of brand equity and consequently increase the overall value of its brand (Roy and Cornwell, 2003). A few authors have discussed sport sponsorships role in enhancing brand image and reputation, increasing brand awareness and familiarity, and change public perceptions (e. g. Amis et al. , 1997 Cornwell et al. , 2001 Gwinner and Eaton, 1999 Irwin and Asimakopoulos, 1992). Bene? s have also been reported in monetary value of brand personality and brand differentiation (Amis et al. , 1999 Cornwell et al. , 2001). The brand-related bene? ts outlined above can be delivered with an even greater durability via Olympic sponsorship agreements. Brown (2000) discussed how deoxyadenosine monophosphate (an insurance and investment company) and Visa, both companies in the services sector, used their Olympic sponsorship of the 2000 Olympic Games for brand development and brand differentiation initiat ives. Crimmins and Horn (1996) have also reported that Visa has bene? ed from measurable changed perceptions of its brand over MasterCard as a result of the Olympic sponsorship. Furthermore, Stipp (1998) showed that managers are well aware of how sponsor image is signi? cantly affected by the special qualities of Olympic advertising, the friendly public attitudes toward Olympic sponsorship, and the strength of the association mingled with the sponsor and the Olympics. This is attributed to the fact that the general public expresses high respect for the Olympic Games and attaches special value to Olympic sponsorship (Stipp, 1998).Even though thither is evidence that sport sponsorship, and particularly Olympic sponsorship, is a distinctive resource capable of ful? lling brand management objectives, it should be utter that its effectiveness depends on active management (Amis, 2003 Cornwell et al. , 2001), appropriate and adequate leveraging (Chalip and Leyns, 2002), and longterm agre ements which allow time for strong associations to be developed amid events and brands (Keller, 1993). Companies should not make the mistake of mismanaging sport sponsorship agreements.They should approach these agreements as a distinctive resource, which needs to be integrated within other company activities in order to produce sustainable competitive advantage (Amis et al. , 1999). example On the national level, ATHOC, the Organizing Committee of the 2004 Athens Olympic Games, instituted a sponsorship program, the National Sponsoring Programme, which offered three levels of involvement 1 Grand Sponsor 2 Of? cial adorer and 3 Of? cial Provider.This sponsorship program contributed a total of e570 million to the Organizing Committees budget (Jeanrenaud, 2006). The present research effort focused on the highest of the three levels, the Grand Sponsors. It was assumed that, given the size of the companies and the extent of their investment, there were high chances that a strategic a nd/or brand building orientation would have been adopted at that level. Therefore, the audition for this study was drawn from the population of the Grand National Olympic Sponsors of ATHOC. The ten ompanies that served as Grand sponsors were 1 grave Bank (private coast) 2 Athenian Brewery (beer producer) 3 DELTA (dairy product company, co-sponsor with FAGE) 4 FAGE (dairy product company, co-sponsor with DELTA) 5 classic Broadcasting Corporation (ERT, national broadcasting company) 6 Hellenic Post (ELTA, national postal services provider) 7 Hellenic Telecommunications Organization (OTE, national telecommunications company) 8 Hyundai Hellas (automotive company) 9 Olympic Airlines (national airline company) and 10 Public Power Corporation SA (DEI, national electrical power provider).Data allurement The design of this research involved a multiple case study approach. Data were collected through semi-structured interviews conducted with the marketing Directors or other company exe cutives responsible for coordinating the Olympic sponsorship activities of their particular organization. The particular research design was deemed appropriate for the study objectives as it facilitated the exploratory nature of this research. It also allowed for motivate the interviewees to explore and discuss scenerys of their sponsorship-related thinking and enabled in-depth probing into unexpected issues during the discussion.Interviews took place between January and May 2004, and the duration of each interview was approximately one hour. Research efforts resulted in a total of seven of the possible ten interviews. Consequently, all results are based on knowledge from the seven sponsors interviewed. An interview address was developed to incorporate the following key themes . the reason(s) for which the ? rms entered into the Olympic sponsorship agreement . the way(s) in which the Olympic sponsorship was integrated into the ? rms overall corporate strategy, their marketing st rategy, and their brand management efforts . he union of resources deployed into the sponsorship . the initiatives introduced to leverage the sponsorship and . companies plans to evaluate the effectiveness of their Olympic sponsorship. 215 methodology The present study follows a multiple case study approach to investigate the extent to which Grand Sponsors of the 2004 Olympic Games were involved in strategic planning and systematic leveraging activities related to their Olympic sponsorship agreements. Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis diary of Product & Brand Management Volume 17 Number 4 2008 212 222 Data analysis In an effort to explore whether a strategic approach was adopted (or not) by the Grand Sponsors of the 2004 Olympics in the learning and management of their sponsorship, the present study focused on four indicators, namely 1 sponsors stated lasts and/or objectives 2 resourc es shared to the acquisition and activation of the sponsorship 3 sponsorship leveraging initiatives and 4 sponsorship evaluation plans The study try to assess the degree to which each of these areas was considered in the sponsorship process.In addition, the perceptions of company-sponsor representatives in scathe of the internalization of their sponsorship in the overall corporate strategy and brand management efforts were used as a ? fth indicator. These ? ve elements were chosen to frame the analysis because they have been proposed in past research (Arthur et al. , 1998 Cornwell, 1995) as indicators of a strategic approach to sport sponsorship, and thus were deemed appropriate for the objectives of the present research.All data received through the interviews were because contentanalyzed based on those ? ve parameters. Results A discussion on each of the ? ve parameters as they relate to the seven companies-sponsors in the sample is presented in the following section. Sponsorsh ip as part of corporate strategy and brand management efforts In order to explore whether a strategic approach was adopted in the acquisition of the Olympic sponsorship at the national level, companies were asked to discuss how iOlympic sponsorship ? tted in their overall (i. . corporate) brand management strategy. From the responses received to that question alone, it appeared that two of the seven companies in the sample clearly motto this sponsorship as an opportunity to support major shifts in the structure and orientation of their companies. More speci? cally, alpha Bank, a private bank that had gone through a merger in recent years, saw its Olympic sponsorship as a way to support the union of the two banks that merged and also as a cause behind which to unite the two distinct cultures and staffs.Its involvement with the Olympics was seen as a platform to elevate the new, post-merger company and to solidify its new name and identity in the minds of consumers. ELTA, the main p ostal services provider in Greece, which had been a sponsor of the ? rst modern-day Olympic Games held in Athens in 1896, was also going through major changes at the time leading up to the Olympic Games as the company was preparing for an initial public offering (IPO). Their main interest was to use their Olympic sponsorship to strengthen and promote their corporate image.According to a company representative, we fatality to promote a modern image of effectiveness and quality a humane image (personal communication, February 2, 2004). Their investment in this sponsorship intended to support the companys brand repositioning efforts that focused on promoting a more positive, a more customer- and service-oriented image. In addition to the role of the sponsorship in pliant a new image 216 for the company, it served as a means to watch a milestone in company history, i. e. the 175th anniversary of the organisation of the organization. When asked the same question of how their Olympic sponsorship ? ted with their brand management efforts, the remaining ? ve companies in the sample did not discuss any strategic initiatives that were supposed to be supported by the sponsorship. Instead, they provided reasons for which they decided to become a sponsor. Athenian Brewery, a beer producer, and DELTA, one of the dairy product co-sponsors, mentioned that their decision to become a sponsor was driven primarily by the fact that the Olympic Games was the largest and most important athletic event to occur in the modern history of the orbit, objet dart the other three cited being a logical choice for the pro? e and size of their company (FAGE, dairy product co-sponsor) obliging to a matter of keep an eye on (Olympic Airlines, airline) and supporting their companys social responsibility strategy (DEI, power provider) as their rationale for move into into those agreements. Even though it seems that, from their responses to that question alone, these ? ve sponsors did not consider any strategic or brand-related initiatives in their decisions to become involved in the program, there was some relevant development that ould be deciphered from their commentary on their sponsorship objectives, which indicates that some consideration of corporate strategy or branding was present. That information is discussed in the following section. state goals and/or objectives All of the companies in the sample seemed to have, to a greater or lesser extent, some stated goals for this sponsorship. However, with the exception of two cases, none of them were speci? c or measurable. In general, stated goals/objectives fell into two categories 1 pro? -oriented (i. e. sales) or 2 brand-oriented. dishearten I outlines companies goals and/or objectives in call of their Olympic sponsorship agreements and sort outs them based on their orientation. In terms of the pro? t-oriented goals/objectives, the majority of the sponsors in the sample seemed to agree that increasing sal es for one or all of their products/services was one of their goals. Olympic Airlines, the national airline company, had speci? c objectives in terms of the amount of additional traf? it would generate during the summer months and was also expecting long-term repeat business. Alpha Bank, the private bank, was more speci? c in terms of the group it was targeting it was looking to attract a younger demographic for its services. As was noted, we are aiming to attract a younger audience as the pro? le of our clients is middle age (personal communication, January 20, 2004). Interestingly, there was also the case of one sponsor (ELTA, postal services provider) that did not declare any speci? pro? t-oriented goals, but rather expressed a desire to at least make up the money they invested in acquiring the sponsorship. As stated by a company representative, one of their goals was to cover the minimum guaranteed amount spent to acquire the sponsorship (personal communication, February 2, 200 4). The same company representative indicated that they did not view their Olympic sponsorship as a means that would produce any signi? cant commercial bene? ts and that the ? ancial returns were expected to be marginal. In addition to the pro? t-oriented goals, there were also other stated goals/objectives related to some aspects of brand Table I Goals/objectives of Grand National Olympic sponsors Brand-oriented goals/objectives Brand awareness, recognition Brand loyalty Integrate staff members of two banks Integrate two company cultures Brand associations Brand image, positioning Organizational culture, employees (internal branding)Other goals/ objectives Grand National Olympic Pro? t-oriented goals/ sponsors objectives Alpha Bank Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis Strengthen employee relations through leveraging initiatives funding the efforts of ATHOC altruism 217 Receive virtuous bene ? ts Increase market share Establish the new bank name in the minds of consumers Gain new customers Attract younger consumers reelect pro? of e50 million Athenian Increase sales (target group Enhance brand recognition construct a legacy reconcile Heineken a yearBrewery 18-34) of Heineken after the Games round beer Community involvement DELTA Increase sales clear brand recognition, Community Strengthen company image awareness involvement Project interest in community matters and the arena FAGE Generate sales from visitors Promote products abroad Turn foreign visitors into upon return to their Create brand awareness consumers of their countries among visitors (foreign products consumers) Hellenic Post Avoid losses make up the Create a positive image, (ELTA) money spent on sponsorship customer- and serviceoriented Support company repositioning efforts Increase prestige as a new Olympic Airlines Increase traf? c by 150,000 Generate exposure and sound post-Games company travelers (e50 million) Generate repeat travel in the next Create image of trust and Public Power Create credibility association Corporation, SA with the event Create prestige (DEI) Strengthen social pro? le of company Unite employees behind common effort Journal of Product & Brand Management Volume 17 Number 4 2008 212 222 dole out noble cause of sponsorship Coordinate communications under one strategy Take advantage of sponsorship rightsEvent sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis Journal of Product & Brand Management Volume 17 Number 4 2008 212 222 management. More speci? cally, the two areas that seemed to be more prevalent in sponsors priorities were brand awareness and recognition and brand image. Five of the seven sponsors in the sample stated that they were raise in raising awareness/recognition levels for their brands or a particular product under their brand. For Athenian Brewery, the beer pro ducer, the goal was to enhance brand recognition for Heineken one of the products of that company . . . to promote Heineken and make it a year-round beer (personal communication, surround 4, 2004).Alpha Bank, the private bank, was more interested in raising peoples awareness of the new name of the bank, while FAGE, one of the dairy product co-sponsors, was focused on making foreign consumers who were visiting Greece for the Games familiar with their products in hope that they would continue consumption upon return to their native countries. The second aspect of brand building that seemed to be important amongst at least four of the seven Grand National Olympic sponsors in the sample was brand image. Through association with an event as grandiose and unique as the Olympic Games, sponsors felt they could attain a more positive image for their company.This goal was particularly important for ELTA, the postal services provider that was hoping that the sponsorship would support its re positioning efforts. As their representative stated, our company is at the stage of planning or promoting a change in its nature and orientation . . . we are now shifting from the era of the citizen to the era of the customer, and that is important (personal communication, February 2, 2004). Using the sponsorship to create an image of trust and credibility was one of the goals of DEI, the national power provider, while projecting their companys interest in the community and the country and creating prestige as a new company were goals expressed by DELTA (dairy product co-sponsor) and Olympic Airlines (airline), respectively.Another area related to branding, other than the two mentioned above, which also became evident from the data, is the use of sponsorship for purposes of branding within the organization (i. e. internal branding). deuce of the companies in the sample, Alpha Bank (private bank) and DEI (power provider), indicated that they saw their Olympic sponsorship as a means to promote employee relations. According to the representative of one of the sponsors (DEI), one of the goals of our company for the Olympic sponsorship is to unite employees around a vision and a common effort (personal communication, May 6, 2004). A third company, DELTA (dairy product producer), made reference to that goal not directly, but through the discussion of their sponsorship activation initiatives.In addition to the two main groups of goals, there were also some other goals/objectives expressed by Grand National Olympic sponsors. Those re? ected mainly altruistic motives and moral bene? ts sought through their involvement in the particular sponsorship program. Allocated resources Another quality of whether a sponsorship is seen as an investment and a brand building tool is the amount of resources invested in the process. There were two types of resources examined in this study, i. e. human and worldly resources. Furthermore, tangible resources were distinguished betwee n in-cash versus in-kind, and those invested in the acquisition versus the activation of the sponsorship. 218In terms of human resources allocated to their Olympic sponsorship, all companies in the sample formed some type of committee that was responsible for managing all sponsorshiprelated activities. The size of those committees ranged from two to 15 members and, in most cases, membership included employees from a number of departments within the organization. Furthermore, two of the companies in the sample, Alpha Bank and Athenian Brewery, discussed their intention to involve their employees in the process by initiating employee Olympic volunteer programs. Not all sponsors in the sample were willing to disclose the ? nancial investments they made to acquire their Olympic sponsorships. Of the seven companies in the sample, six provided some information in terms of the ? nancial resources allocated to becoming a Grand Olympic sponsor.From the information provided through the interv iews, it was conclude that Athenian Brewery and DELTA invested in cash only, DEI invested in kind only, while Alpha Bank, ELTA and Olympic Airlines invested both in cash and in kind. In general, there seemed to be a commitment toward the sponsorship, which became more apparent from the stated intentions of sponsors to allocate ? nancial resources in sponsorship activation initiatives. Even though all seven companies in the sample discussed some sponsorship activation plans, only four of the sponsors (Alpha Bank, Athenian Brewery, FAGE, Olympic Airlines) mentioned that they were planning to invest ? ancial resources on that aspect, with two of those (Alpha Bank and Olympic Airlines) disclosing the speci? c amounts. Some more information on sponsorship activation is provided in the section below. Sponsorship activation In addition to the resources allocated to sponsorship activation, information was collected on speci? c leveraging initiatives. Although there was some variation in te rms of the means chosen by each company to activate their sponsorship, most initiatives involved the use of the Olympic logo and symbols as well as the Olympic mascots on sponsors products, employees, distribution vehicles, and at points of sale. The most common sponsorship activation initiatives involved Olympic-themed sales promotions (e. g. ontests), themed packaging, new products (e. g. Olympic-themed credit card), and collectible pins. Furthermore, three of the sponsors in the sample (Alpha Bank, ELTA and Olympic Airlines) mentioned the man of a hospitality program for their clients or partners. In terms of the use of communication media to activate their Olympic sponsorship, the most popular choices appeared to be advertising through mass electronic (e. g. television) and print (e. g. newspaper) media, posters and billboards, displays at sponsors distribution outlets or specially created kiosks, and internal company communication media or publications (e. g. employee newslett er).Surprisingly, the use of the internet and the companies websites (provided one existed) did not appear to be prevalent, with only three sponsors (Athenian Brewery, Alpha Bank and FAGE) mentioning its use in leveraging their sponsorship agreement, while three other companies (DELTA, ELTA and Olympic Airlines) indicated that promotion through the internet would be limited. Sponsorship evaluation Of all ? ve indicators used to determine the role of these sponsorship agreements in companies strategy and brand management efforts, this bank bill is probably the one for Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis Journal of Product & Brand Management Volume 17 Number 4 2008 212 222 which more general and more vague responses were received.With the exception of three companies that either did not provide any information on this area (Alpha Bank) or provided very general information (Olympic Airlines a nd DEI), the remaining sponsors in the sample indicated at least some plans to measure sales, company awareness/recognition levels, and perceived image amongst consumers, or to conduct cost-bene? t analyses after the Games. Discussion In light of the ? ndings received from a representative group of the Grand National Sponsors of the 2004 Athens Olympic Games, some general observations and practical recommendations are offered for marketing and brand management executives interested in investing in sport sponsorship. Firstly, even though the marketing literature has repeatedly cautioned corporate executives about the need to be strategic with their decisions to invest in sponsorship and also in the selection of an appropriate property that could further corporate objectives (e. g. Farrelly et al. , 1997 Meenaghan, 1998), the ? dings of this study indicate that only a downhearted number of the national sponsors of the Athens Olympic Games truly saw this sponsorship as a tool to furth er corporate strategy. For a number of other ? rms becoming a sponsor was explained by generally stated objectives of assisting the Organizing Committees efforts to put on a good event of the great national importance. However, even those companies that did not speak about corporate strategy and brand management made it clear end-to-end their interviews that solidifying an association with the Olympic Games could affect their brand image and positioning in a positive manner. The use of words such as legacy, honor, prestige and image indicates that these companies were well aware of how an of? ial relationship with an event as unique as the Olympic Games and as important for the history of the country (i. e. Greece) would encourage to build strong brand associations. This con? rms past research suggesting that sport sponsorship can be used as a brand-building tool through the creation of positive and favorable brand associations (e. g. Amis, 2003 Roy and Cornwell, 2003). Secondly, the companies in the sample highlighted the key strengths of their national Olympic sponsorships by stating the goals and objectives attached to those agreements, even though they were not, in most cases, speci? c or measurable as it has been recommended through past literature (e. g. Arthur et al. , 1998).Interestingly, many of the goals and objectives stated were brand-related. It was evident through the interviews that companies recognize the opportunity to sharpen their brand image and increase levels of brand awareness, but also saw the chance to do that in a favorable light by taking advantage of the positive feelings and emotions people had toward the Olympic Games. Being seen as one of the contributors to an event as important to the country and its citizens even though not directly related to pro? toriented objectives if achieved, could have led to positive outcomes via strengthening the companys image and mad connection with current and potential consumers.Past resear ch also has connected the existence of positive brand associations to favorable consequences for brands (e. g. Amis, 2003 Gladden et al. , 1998). Thirdly, it appeared from the data that all the companies created teams to manage their sponsorships and, in most 219 cases, those teams involved employees from a number of departments. The involvement of sundry(a) departments in the sponsorship management process could indicate efforts of sponsors to integrate their Olympic sponsorship throughout their organizations. Furthermore, for those companies that decided to involve their employees via Olympic volunteer programs or to incorporate employee bene? s and special corporate hospitality programs, it seems that they also saw this sponsorship as a tool to build employee relations and strengthen their brand internally. Fourthly, the willingness of companies to allocate resources not only in becoming sponsors but also in leveraging their sponsorship relationships indicates an even greater co mmitment in using this sponsorship as a brand building tool and receiving full bene? ts from their involvement even though that was not clear from responses related to the ? rst indicator. It also implies that companies saw value in the intellectual property of the Olympic Games and in the rights received through their agreements with the Organizing Committee. Although most of the managers interviewed failed to report with speci? ity the resources committed in sponsorship activation, this ? nding is in agreement with previous research that proposes spending money to leverage the associated bene? ts of a sponsorship (e. g. the $2-for-$1 additional spending found by Farrelly et al. , 1997). The leveraging initiatives described throughout the interviews were clearly efforts to gain on the positive feelings and enthusiasm that were widespread throughout the country. Using a variety of promotional and communications initiatives to take advantage of product/service category exclusivity rights (even for the two dairy product producers that signed on as co-sponsors) and of the of? cial af? iation with the Olympic Games could provide a competitive advantage to those corporations and differentiate them from their competition. Lastly, the lack of data on sponsorship evaluation plans might imply that assessment of the effectiveness of process and of the ful? llment of goals might not be an area to which companies devoted much energy, at least in the early stages of their sponsorship relationship. This ? nding is consistent with the existing literature, which indicates that many companies spend signi? cant resources on sponsorship agreements but fail to establish orchis sponsorship evaluation systems or procedures (Miyazaki and Morgan, 2001).Furthermore, the fact that most objectives stated throughout the interviews were rather general and not speci? c could make any effort to evaluate the effectiveness of these sponsorship agreements even harder. Consistent with past l iterature (e. g. Cornwell, 1995 Meenaghan, 1998), in this case it is also strongly recommended that plans to measure whether corporate objectives were achieved should be an integral part of the sponsorship design and implementation, and not merely an afterthought. Olympic sponsorships, especially at the national level, are somewhat unique in that they are typically once-ina-lifetime opportunities, with sponsorship conversion being less of an issue. Even so, easuring return on investment could prove valuable in guiding a company through future decisions to invest in sport or other sponsorship opportunities. Managerial implications and conclusions Given the increased pressure on corporations to maximize ef? ciency in operations and maximize return on all company investments, sport sponsorship has naturally locomote under Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis Journal of Product & Brand Management Volume 17 Number 4 2008 212 222 scrutiny in terms of its potential to further corporate goals and help strengthen the brand.The main contribution of this research is showing that there are still large corporations such as the Grand National sponsors of the Athens 2004 Olympic Games that enter expensive sponsorship agreements with only moderate consideration to the strategic and brand-building elements of sponsorship. As this study showed, not all cases prove that speci? c brandbuilding initiatives were put in place from the start of those relationships. The ? ndings discussed above hold managerial implications for both sponsorship executives and (sport) event properties. In addition to an overall strategy involving corporate brand management, it is important for sponsors to fully understand what speci? advantages are delivered through their sponsorships and how customers might view those companies sponsorship efforts in relation to other media tools. As Farrelly et al. (1997) have suggested, ? rms need to ? rst research the role of sponsorship in the strategic plan, communication mix, and its place in the organizational hierarchy (p. 178). Using a manager-based view of the Grand National Olympic sponsorships, the ? ndings are quite clear in showing that this type of thinking had not yet (i. e. at the time of the interviews) been adequately established in these agreements. The majority of the 2004 Olympics Grand sponsors had dif? culties approaching their partnerships as a valuable esource able to create competitive advantage in the marketplace. Nevertheless, the marketing department of ATHOC, the Organizing Committee of the Athens 2004 Olympic Games also holds part of the responsibility for the lack of strategic thinking in the investments of some Grand sponsors. Organizing Committees in general attach on the success of these agreements in order to generate income and positive evaluations on corporate business developments. In addition to the promotion of the unique image of the Games and the rights of the Olympic sponsorship program, it is in the overall interest of the event property to integrate real strategic thinking in the sponsorship program process.This strategic thinking can be oriented, for example, by encouraging and/or assisting nominee sponsors to explore their strategic link between the Olympic Games audience and their ? rms target market and overall brand-related objectives. If the property (in this case OCOG) works proactively to promote the unique business links associated to their audience, the brand bene? ts, as well as the other opportunities for important interactions with costumers, sponsors will be more willing to allocate resources on entering the agreements and spending for their full activation. This could result in real strategic and brand management thinking on the part of the selected national Olympic sponsors, as well.Given that the Olympic partnerships involve a four-year period of sponsorship priv ileges, a strategic approach is particularly critical in order to facilitate a bear on long-term successful partnership with mutual bene? ts. In closing, the results of the study imply that the need for adequate planning and strategic integration of sponsorship within other corporate marketing and branding efforts cannot be overstated. Especially with a property as unique as the Olympic Games, the need to be strategic in all decisions related to the sponsorship, to create new and leverage existing unique brand associations, and to implement speci? c measures of success in every step of the process is imperative for sponsors if unique bene? ts are to be realized. 220 References Aaker, D. A. (1991), Managing Brand Equity, The Free Press, New York, NY.Abratt, R. , Clayton, B. 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Thwaites, D. , Aguilar-Manjarrez, R. and Kidd, C. (1998), Sports sponsorship development in leading Canadian companies issues and trends, International Journal of Advertising, Vol. 17, pp. 29-49. Wong, H. Y. and Merrilees, B. (2005), A brand orientation typology for SMEs a case research approach, Journal of Product & Brand Management, Vol. 14 No. 3, pp. 155-62. About the authors Dimitra Papadimitriou is a Lecturer in the Department of Business Management at the University of Patras, Greece. She teaches in the area of sport management and marketing.Her research interests include organizational theory, sport sponsorship and sport tourism, and her work has appeared in the European Sport Management Quarterly, Sport Marketing Quarterly, Sport Management Review, Managing Leisure, and the International Journal of Sports Marketing & Sponsorship. She is also the author of the book Management of Sport Enterprises and Organizations, published in 2005 by Kleidarithmos Publications. In addition, Dr Papadimitriou is an elected board member of the European Association for Sport Management and serves on the Editorial Board of the European Sport Management Quarterly journal. Dimitra Papadimitriou is the corresponding author and can be contacted at emailprotected gr Artemisia Apostolopoulou is an suspensor Professor of Sport Management in the School of Business at Robert Morris University, USA. She teaches sport management and marketing at the undergraduate and graduate level.Her primary(a) area of research involves brand management and brand extension strategies use by sport organizations. Her secondary research interests include sponsorship and endorsement issues, as well as entertainment aspects of sport consumption. She has presented work at legion(predicate) national and international conferences, co-authored book chapters, and pub lished research in Sport Marketing Quarterly and the International Journal of Sports Marketing & Sponsorship. Theofanis Dounis is a PhD candidate in the Department of Business Management at the University of Patras, Greece. He conducts research in the area of strategic management in the professional football game industry.Executive summary and implications for managers and executives This summary has been provided to allow managers and executives a rapid appreciation of the content of the article. Those with a particular interest in the topic covered may then read the article in toto to take advantage of the more comprehensive description of the research undertaken and its results to get the full bene? t of the material present. This sporting life Corporate sponsorship of sport is a big business and it is growing. In 2003, for example, spend on sponsorship was calculated at $US25. 9 billion. A year later in 2004, it had risen to $28 billion. In anyones money, thats a big business. Of this spend 69 percent goes to sporting events. Sport, it seems, is the ? rst among equals.Event sponsorship as a value creating strategy for brands Dimitra Papadimitriou, Artemisia Apostolopoulou and Theofanis Dounis Journal of Product & Brand Management Volume 17 Number 4 2008 212 222 Within this or any other context the Olympic Games has become a phenomenon of our times. The ancients certainly could not have imagined what was to come. The late nineteenth century/early 20th century revivalists would be, one would suppose, either amazed or aghast. Organizers picking up the baton after the Second World War, such as the blue London Games of 1948, would still have little inkling of what was to come. A global TV audience and, some might argue, a shift in values, have changed the game.For global companies the Olympics deliver a global audience and provide a more or less unique opportunity to fortify brand values and build reputation. It is an opportunity not to be missed. It onl y comes around every four years. Athenian outcomes British Prime curate Harold Macmillan, on being asked what represented the gr